Martech

JULY 30, 2024

GEO positions your brand to appear in AI-generated results when users search for queries related to your products, services or areas of expertise. As search behavior evolves, achieving better visibility in AI-generated responses is key to your brand being discovered in this new digital marketing era. How is GEO similar to SEO?

Engineering 112

Engineering Objectives and Key Results User Experience Trust 112

Martech

AUGUST 12, 2024

Recently, I’ve begun using it for research-oriented tasks and have found it to be really helpful in two key areas: product discovery and company/product positioning. In both cases, not only does it save me a tremendous amount of time, but the end results are better than what I normally achieve doing the work manually.

Meeting 135

Meeting Objectives and Key Results Sports Follow-up 135

Veloxy

DECEMBER 28, 2023

Get Your Free Ebook Key Takeaways Outside sales is the practice of selling through direct, in-person interactions. Successful outside sales requires strong communication and problem solving skills as well as flexibility to navigate autonomy, build customer relationships and execute the sales process.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Search Engine Land

JULY 29, 2024

Key benefits of GEO. GEO positions your brand to appear in AI-generated results when users search for queries related to your products, services or areas of expertise. As search behavior evolves, achieving better visibility in AI-generated responses is key to your brand being discovered in this new era of digital marketing.

Engineering 131

Engineering Objectives and Key Results Trust User Experience 131

PandaDoc

OCTOBER 15, 2024

Effective sales territory management is key to maximizing revenue and ensuring that your sales team operates efficiently. Key takeaways Historical data can be leveraged to determine new market potential and which areas are the most cost effective in terms of travel for sales teams, when needed.

Territory 52

Territory Objectives and Key Results Legal Sales 52

Veloxy

JUNE 15, 2023

Short Summary Outside sales is a process that involves traveling to meet potential customers and build relationships. Key factors driving outside sales growth include personalized customer service, increased competition, and digital technologies & tools.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Technique 264

Martech

NOVEMBER 13, 2024

This vision of an autonomous marketing pipeline represents the future of AI in marketing. At first, clicking them felt a bit gimmicky — the results often fell short of the hype surrounding AI. But its AI functions remain point solutions, offering AI-generated content, customer service agents and reporting.

Pipeline 126

Pipeline Campaign Objectives and Key Results Legal 126

Heinz Marketing

SEPTEMBER 24, 2024

By Sarah Threet , Marketing Consultant at Heinz Marketing In a fast-paced sales environment, Sales Development Representatives (SDRs) face the constant challenge of balancing high-volume outreach with personalized engagement. It can flag common objections or challenges and offer SDRs real-time suggestions to improve their pitch.

Objectives and Key Results 101

Objectives and Key Results GTM CRM Follow-up 101

Heinz Marketing

SEPTEMBER 17, 2024

This article delves into key indicators and situational triggers that signal when partnering with a marketing agency might be a strategic move for your business. Revamp Marketing Plans : Develop new campaigns focusing on innovation and customer engagement. Failure to meet the demand can result in lost opportunities.

Objectives and Key Results 106

Objectives and Key Results Launch Campaign Growth 106

Martech

JULY 1, 2025

But even in this cross-functional world, many teams struggle with internal silos — departments or individuals operating in isolation, hindering efficiency, consistency and results. Campaign planning in a vacuum Marketing teams often plan and execute campaigns in isolation, without much input from teams like sales, product or customer success.

Objectives and Key Results 93

Objectives and Key Results Campaign Government SQL 93

Martech

APRIL 3, 2023

If your B2B go-to-market strategy doesn’t prioritize delivering a personalized and engaging experience for your audience, you could be missing out on potential customers and growth opportunities. This article is a guide to conversational marketing and why it should be a key component of your B2B go-to-market strategy.

GTM 129

GTM B2B Conversion Objectives and Key Results 129

Martech

FEBRUARY 20, 2025

I enjoyed Eric Dates’ recent MarTech article, “ How the Salesforce Lead Object broke B2B marketing (and how to fix it).” The result is that the company doesn’t act as a single entity. This is not easy, as behavior is the key factor determining what parts of the company fit into each buying group.

Objectives and Key Results 103

Objectives and Key Results B2B CRM Territory 103

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.

Customers 154

Customers Objectives and Key Results Technique Represent 154

A Sales Guy

OCTOBER 10, 2016

We all know it, so if we want to win with email, we must create emails that not only get opened but also deliver on the objective of the email. All sales and marketing emails have an objective. In most cases, the objective is to get the recipient to take action. This equation represents the most valuable part of the email.

Objectives and Key Results 135

Objectives and Key Results Sales Prospecting Represent 135

Heinz Marketing

NOVEMBER 30, 2021

To truly answer this question, many adept B2B marketers know they must avoid a ‘ lazy ICP’ and know the value in developing a robust ideal customer profile. . Your ideal customer profile definition should not only be clear and commonly agreed upon across your teams, but should also be objective and anchored in customer data. .

Customers 122

Customers Objectives and Key Results Cross-sell CRM 122

Hubspot

OCTOBER 28, 2024

billion-year history of the known universe — have tapped some experts for their takes on key cold calling mistakes you need to avoid. The key is to have talking points and be flexible in how you deliver them, allowing for a natural conversation that feels authentic to the prospect.” Let's see what they had to say!

Cold Call 77

Cold Call Objectives and Key Results Pitch Territory 77

Veloxy

NOVEMBER 15, 2022

This guide to account based selling for beginners will answer all of your key questions, such as: What is account based selling? It focuses on utilizing prospecting processes, which enables Sales Development Representatives (SDRs) to screen multiple pre-qualified business accounts, and subsequently guides their future sales decisions.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Sales Hacker

SEPTEMBER 24, 2022

Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. In this article, I’ll walk you through: What a sales funnel is, The elements of a high-performing sales funnel, And finally, strategies to create sales funnels that get results.

Objectives and Key Results 131

Objectives and Key Results Cold Call Sales Follow-up 131

ClickFunnels

OCTOBER 22, 2021

Low-quality traffic — which refers to traffic that isn’t interested in what you’re offering or can’t afford it — will always result in a low conversion rate and a high cost per conversion. Check out the video below for some tips on creating a simple (but thorough) customer avatar…. Our dream customers would be crazy to say “no”.

Objectives and Key Results 248

Objectives and Key Results Sales Non-Profits Follow-up 248

Search Engine Land

SEPTEMBER 11, 2023

Results can vary from one business to another and across different sectors of the economy. This article outlines the key considerations in adopting Target ROAS to help you evaluate whether value-based bidding is a good fit for your business. Different customers may buy varying quantities at different frequencies and repeat rates.

Profit margin 134

Profit margin Objectives and Key Results Campaign B2C 134

Hubspot

MARCH 18, 2019

These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. But how do you protect those customers from the competitors who are no doubt courting them? The answer: Key account management. Key Account Management.

Account management 100

Account management Objectives and Key Results Cross-sell Non-Profits 100

Highspot

OCTOBER 29, 2024

Sales coaching is one of the many key responsibilities of a sales leader and is one of the most effective ways to increase sales performance across your team. Traditional sales coaching focuses on tactical issues and deal reviews – leaving little time for the kind of coaching that actually gets the desired results.

Objectives and Key Results 64

Objectives and Key Results Sales Pitch Objection handling 64

Hubspot

JANUARY 8, 2025

In his book, he explores how gap selling has the potential to: Generate more leads Increase customer conversion rates Minimize sales cycles Maximize the average deal size Despite what you might be thinking, gap selling doesnt involve a whole lot of strong-arming prospects or dazzling them with fancy features to achieve these results.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

Martech

JANUARY 14, 2025

From upgrading data permissions to improving your ability to track customer satisfaction with feedback-linked tickets, these updates give you better control over your CRM and actionable insights for smarter decision-making. Get detailed insights on meetings with custom report builder. Automate backup scheduling in HubSpot.

Objectives and Key Results 65

Objectives and Key Results CRM Campaign Pipeline 65

Martech

FEBRUARY 24, 2025

The result is a “Frankenstack” of systems requiring ongoing IT and system integrator support to function. AI agents: Changing the game AI agents represent self-learning, continuously evolving systems that can act on data with minimal human intervention. We’re already seeing early signs of these capabilities.

Objectives and Key Results 100

Objectives and Key Results Government Technology Technology 100

Heinz Marketing

FEBRUARY 2, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing When building an effective marketing strategy, it’s important to know where marketing efforts are driving results, and how credit should be assigned to each touchpoint in the customer journey. This is where marketing attribution comes into play to help answer this question.

Customers 115

Customers Objectives and Key Results Represent Conversion 115

Sales Hacker

JANUARY 9, 2020

Objections are a part of life in sales, but they can be especially difficult to deal with in B2B sales. The best thing you can do is handle objections early and often in your sales cycle. The best thing you can do is handle objections early and often in your sales cycle. Bonus Tips for Any Objection. Passing up the Chain.

B2B 97

B2B Objectives and Key Results E-commerce Sales 97

Salesforce

MARCH 17, 2025

Welcome to the age of agentic customer engagement. Unlike customer service agents that typically handle one-to-one interactions, marketing agents excel at scaling human-approved content and strategies to reach thousands, or even millions of customers as an audience segment or a 1-to-1 persona. And now, agents.

Customers 90

Customers Objectives and Key Results Strategize Government 90

Heinz Marketing

MAY 1, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing In the first part of this three-part series, I talked about the basics of marketing attribution and its ability to provide insights into the customer journey. Define Your Objectives Before you can get started it’s important you understand your goals.

Objectives and Key Results 107

Objectives and Key Results Customers Campaign Technique 107

Martech

JULY 7, 2023

Email marketers need to isolate email-related activity to find the actual conversion rate, which involves a larger number of metrics before customers get to the campaign’s landing page on your website. This reporting tool below showcases the different results for conversions, depending upon which calculation you use.

Campaign 120

Campaign Represent Objectives and Key Results Conversion 120

Salesforce

MAY 20, 2025

Core architecture Our modular architecture comprises four key components: Environments Domain-specific contexts (e.g., Metrics Objective measures of accuracy (correct task completion) and efficiency (token usage and conversational turns). Experimental results Initial experiments across leading models (e.g., GPT-4o, GPT-4.5,

E-commerce 69

E-commerce Healthcare X-functional Appointment 69

Veloxy

APRIL 12, 2023

But selling solar isn’t easy – it requires knowledge, skill, and persistence to convince customers to invest in this renewable energy source. Some customers may have a basic understanding of solar, while others may not know much at all. Provide references or testimonials from other satisfied customers.

Referrals 246

Referrals Finance Objectives and Key Results Sales 246

Partners in Excellence

APRIL 18, 2022

In this world, the ideal thing is the customer has educated themselves, is knowledgeable, may have a few final questions and issues (price is always the key one), and the customer makes a buying decision. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.

Objectives and Key Results 161

Objectives and Key Results Quota Education Represent 161

Outreach

JULY 8, 2021

Consider the following scenario: A new user is exploring your site with the intention of learning more about one of your key offerings. This particular user is persistent, however, and talks to a customer service representative via a chat bot to get some questions answered. Customer Experience (CX) vs. User Experience (UX).

User Experience 105

User Experience UX Customers Objectives and Key Results 105

Martech

FEBRUARY 16, 2024

Engaging today’s customers is like trying to hit a moving target. This article reveals how to implement the technologies and strategies necessary to understand, align and act on individual customer contexts for situational engagement. Collect and integrate diverse data types to build comprehensive customer profiles.

Customers 122

Customers Objectives and Key Results Technology Technology 122

Heinz Marketing

MARCH 30, 2023

By Karla Sanders , Engagement Manager at Heinz Marketing Are you struggling to show potential customers the value of your B2B product or service? Here’s why they matter: Demonstrate the Value of Your Offering Potential customers want to see concrete examples of how your product or service can benefit them.

B2B 119

B2B Objectives and Key Results Represent Trust 119

Highspot

JUNE 17, 2025

Key Takeaways Best-in-class AI sales assistant software helps sales managers and their teams tackle time-consuming, routine tasks and enhance customer interactions. Today’s sales representatives—including yours—face many challenges. Nearly half (49%) of go-to-market (GTM) teams use AI sales tools, and 41% plan to in 2025.

Sell 52

Sell Objectives and Key Results GTM Hospitality 52